VMWare is opening out its channel programme to include managed service providers (MSPs) and hosting providers that are looking to reach into virtualisation.
The vendor last week launched the VMWare Service Provider Programme (VSPP), following a pilot scheme in the US, UK and Holland.
Steve Jackson, director of strategic partners at VMWare, said: “We are targeting companies whose primary business is packaging services to end-users. Previously these types of partners would have had to make an upfront investment with us for the licences. Now, after some feedback we have more of a rental model where they can pay as they go.”
Jackson said the programme would allow MSPs and hosting firms to make a virtual infrastructure available to their end-users.
“Some of our resellers have also expressed an interest in this, as they make the move into services,” he said. “This is an easy way for resellers to get into the MSP sector without having to shell out for an upfront investment.”
Jackson admitted that MSPs must invest initially in training their technical and sales staff to become certified under the VSPP to ensure end-users’ quality of service.
Jonathan Brown, marketing director at Interoute, which took part in the pilot scheme, said the programme has enabled the next-generation networking firm to broaden its services offering. “It used to be cost prohibitive to offer VMWare – it almost made more sense to buy a new server,” Brown said. “But now it has changed its pricing strategy we can offer a cost effective alternative to dedicated hosting and have the advantages without the costs. Paying on a month by month basis is a much more flexible way of working for us.”
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